Jerry Bradley
Oct 18, 2019

In an effort to drive revenue, banks continue to place inordinate time and attention on improving sales culture. Experience shows this effort often ends up fruitless and yields disappointing results. Wells Fargo’s toxic sales culture mentality and the phantom account scandal represent a textbook case of the consequences financial institutions can face. For starters, definitions of “sales culture” are […]

Twenty years ago, the commercial banking relationship manager (RM) held a position of the highest prestige and power within most banks.

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Mobile banking services can be used as effective tools to help banks sell additional services and improve customer relationships, but only if they are used correctly and in coordinated efforts with other delivery and sales channels.

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With its recent announcement of 30,000 job cuts, Bank of America Corp.

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As banks struggle in today’s environment of reduced fee income and weak loan demand, financial institutions need to figure out a way to sell more products to their existing customers.

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One result of the recent and continuing rash of government regulations is a renewed desire on the part of banks and credit unions to drive new sources of revenue and profitability.

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Cross-sale? What cross-sell? Most banks offer on average over 100 products and services but 56% of customers only have one product, according to our company’s research.

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As the banking industry’s ability to generate fee income comes under pressure from recent regulatory actions, financial institutions will inevitably need to place more focus on front-line sales effectiveness, particularly in the branches.

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